Life Insurance Sales Training
Learn to listen
Every article on this website is like a mini-training school. use the nav bars on either side of this page to locate your area of interest or subject you need help with.
Learn how To listen and ask key questions?
Overview
An important aspect of your life insurance sales training is learning "How To Listen and ask the right questions"
If you did not receive this valuable insurance training, then take the time to review this article.
If you can get people to start talking about themselves and
what they want and what their concerns are, it will help you set the
theme for your presentation. When I say theme, this is the prospects hot
button that you can then refer to through out the interview
Learning how to listen and ask the right questions will determine if you
make a sale or not.
Mastering The Art of Closing a Sale - This is an e-book especially developed for insurance agents that are having problems with closing sales. Get your copy today. Learn how.
What is their hot button
As an example, let’s say you find out what their hot button is. Let’s
say it is to make sure that his son or daughter gets a good
education,(Mr. prospect, what college do you want your son/daughter to
attend? Is that where you went?) or he wants to retire at 57 (tell me
about your plans for retirement. What would you like to do?), or he
wants his wife to stay home and take of the kids while they are growing
up. With that mind you can then continue to refer to that theme (or hot
button) through out that interview.
“Mr. Prospect, can you see
how this program will allow you to achieve what you want, and that is to
make sure your wife will be able to stay at home and be a mom while the
kids are growing up in the event of your premature death.”
If you do not
establish that theme, then when you get to the close, you will be
trying to sell the prospect on what you think he/she needs verses
selling them what they want.
One way to do this is to use our
confidential questionnaire.
If you did not establish the theme, find the hot button,
etc., you will then spend a lot of wasted time during the closing
process by throwing out all kind of different reasons in hopes that they
will buy your product.
What do I mean by establishing the theme?
Since you never found what they really wanted to accomplish (the theme) and
because your are in the insurance business, you continue to throw out
solutions for different problems that you know exist, (cover your
mortgage, income for blackout period, education funds, Retirement
funding, wife insurance).
This can happen because of the lack of proper life insurance sales training in running a interview. What happen, is you never (upfront) really
uncovered their wants and discussed it in any detail, and solidified it in
their minds. so now what happens, they throw objections at you and you are now trying to find a match. However, you now
only have a 10% chance of matching a problem to your product a and 5%
chance to make a sale.
In most cases you will walk out of the house without a sale.
Why? Because you did not
listen
to what the prospect wanted and did not ask the right questions.
If
your life insurance sales training did not teach you this early on,
then it is something you must learn to master on your own. We provide
many articles on our site to help you with this.
Also, it is important to understand and learn that people
buy what they want, not what they need.
Your life insurance sales training is your responsibility. You need to
continue to work on this skill. Spend some time on developing your
questioning and listening skills. If you want an ongoing mentor and
resource site you should subscribe to our site or sign up for our
monthly newsletter. Those sign up links are located on the top right
side of this page. Once or twice a month you will receive a new
insurance sales and marketing tip.
Earn and Learn